Techniques for Qualifying Prospects

[rachna]

Techniques for qualifying prospect are:
1.On the first call don't start selling your product...First make him comfortable and try to know his exact requirement.
2.Go to the discussion mode.
3.Build trust and then relationship.
4.Clear all queries.
5.For Special cases try to go one step ahead.
6.Turnaround time for mail and calls should be fast.
7.After sale also, provide post sales services.

This will not only qualify prospect but will also retain customer and reward more referrals.

[Kalpit]

Easy .. a small discussion on requirement and you can qualify the prospect

[Princi]

Stop selling and start building relationships:
1)Stop the sales pitch and start a conversation.
2)Your central objective is not to close the sales, in fact to build relationship.
3)Rejection is normal part of selling.
4)Keep chasing every potential client until you get yes or no.
5)Let potential clients feel that they can choose you without feeling "sold."

[ajit123]

The key techniques that can be followed are as below:-

1. Analyse top existing clients and identify customers with a similar profile.
2. Plan how to approach each new customer.
3. Should have a strategy to move prices back up to a profitable level.
4. Develop more business with existing customers through up-selling.
5. Plan how to cross-sale more products to existing and new customers.
6. Plan how to keep key customers happy and build relationships.
7. Build up a mix of customers to make backup in sales revenue.
8. Do not rely much on one customer and aware of potential customer cashflow problems.
9. Workout a balance between time spent developing new business and keeping existing customers happy.